Includes bibliographical references and index

Companies have almost everything they need to succeed. All that's missing is one final connection--the last link. In The Last Link, Gregg Crawford offers analysis, company-wide fixes, and an implementation process to move the numbers in the right direction. Focusing attention on the sales organization, where revenue, margins, and customer relationships are determined, he demonstrates the connection that makes all the difference in a company's bottom line

Introduction. The broken link ; Identifying the gap -- Closing the gap. Pivotal agreements and the 3D model ; Data ; Dialogue ; Discipline -- The unbreakable chain. Linking it together ; Aligning the enterprise ; Adopting the tools of the last link -- Application : The last link workbook. The importance of business acumen ; The change factor ; Reality selling

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